Tania Lennon's interview with Jennifer Stanley read more

Tania Lennon's interview with Jennifer Stanley read less

The secret to winning the war for KAM talent is to capitalize on all of the sources of talent available to you (inclusion and diversity) while also applying the same rigorous standards and tools to... read more

The secret to winning the war for KAM talent is to capitalize on all of the sources of talent available to you (inclusion and diversity) while also applying the same rigorous standards and tools to everyone in a consistent and fair way (equity and equality). read less

Our research, which just surveyed close to 3,500 decision makers in 12 markets (and over 21,000 since 2016), found that what customers want from omnichannel is “more”—more channels, more convenienc... read more

Our research, which just surveyed close to 3,500 decision makers in 12 markets (and over 21,000 since 2016), found that what customers want from omnichannel is “more”—more channels, more convenience and a more personalized experience. read less

With account-based marketing, SAMs and marketers are coming together to form a new, powerful customer engagement model. read more

With account-based marketing, SAMs and marketers are coming together to form a new, powerful customer engagement model. read less

Our research found that what customers want from omnichannel is “more”—more channels, more convenience and a more personalized experience. And if they don’t get what they’re looking for, they’ll ta... read more

Our research found that what customers want from omnichannel is “more”—more channels, more convenience and a more personalized experience. And if they don’t get what they’re looking for, they’ll take their business elsewhere. read less

The “ecosystem'' basically means that we need to consider how our account fits in with what's going on around the customer and ourselves. in the future SAM needs to be what I call “strategizing eco... read more

The “ecosystem'' basically means that we need to consider how our account fits in with what's going on around the customer and ourselves. in the future SAM needs to be what I call “strategizing ecosystem leadership. read less

A majority of both pharmaceutical and medtech organizations intend to develop advanced solutions beyond basic products to address organized customers’ broader needs and priorities. read more

A majority of both pharmaceutical and medtech organizations intend to develop advanced solutions beyond basic products to address organized customers’ broader needs and priorities. read less

Changing the negotiation conversation requires installing a systematic process to put data into the hands of dealmakers. read more

Changing the negotiation conversation requires installing a systematic process to put data into the hands of dealmakers. read less

You need to have an ever-evolving go-to-market strategy and metrics to guide the team to success when deploying an ABM-SAM coordinated effort. read more

You need to have an ever-evolving go-to-market strategy and metrics to guide the team to success when deploying an ABM-SAM coordinated effort. read less

Four professionals deeply involved with strategic accounts discuss logistics and the delicate dance of keeping customers happy in the face of crisis and/or uncertainty. read more

Four professionals deeply involved with strategic accounts discuss logistics and the delicate dance of keeping customers happy in the face of crisis and/or uncertainty. read less

The full first 2022 edition of SAMA's Velocity Magazine read more

The full first 2022 edition of SAMA's Velocity Magazine read less

How the brain makes decisions and how SAMs can use this information to improve their communications with customers. read more

How the brain makes decisions and how SAMs can use this information to improve their communications with customers. read less

A guide to understanding what your customers care about and reaching the right people. read more

A guide to understanding what your customers care about and reaching the right people. read less

Strategies and action steps to gain approval for innovative ideas read more

Strategies and action steps to gain approval for innovative ideas read less

Reasons for delivering value at every stage of the buyer’s journey read more

Reasons for delivering value at every stage of the buyer’s journey read less

Winning platforms require that both leaders and followers work to further the other’s interests. read more

Winning platforms require that both leaders and followers work to further the other’s interests. read less

Three approaches to build lasting, trustworthy relationships and stay foremost in the minds of buyers read more

Three approaches to build lasting, trustworthy relationships and stay foremost in the minds of buyers read less

More than 80 percent of SAMs polled spend at least half their time on internal selling, according to SAMA's May 2021 survey. read more

More than 80 percent of SAMs polled spend at least half their time on internal selling, according to SAMA's May 2021 survey. read less

A preview of articles contained in the issue read more

A preview of articles contained in the issue read less

The full Fall 2021 edition of SAMA's Velocity Magazine read more

The full Fall 2021 edition of SAMA's Velocity Magazine read less